2. Key Partners
• Key Partners
• Key Suppliers
• Key Resources from Partners
• Key Activities Partners Perform
• Motivations
– Optimization and Economy
– Risk and Uncertainty Reduction
– Resources and Activities Acquired
3. Key Activities
• Activities that support Value Proposition
• Distribution Channels
• Customer Relationships
• Revenue Streams
• Categories
– Production
– Problem Solving
– Platform / Network
4. Key Resources
• Value Proposition Resources
• Distribution Channel Resources
• Customer Relationship Resources
• Revenue Stream Resources
• Types of Resources
– Physical
– Intellectual
– Human
– Financial
5. Value Propositions
• Value to delivered to the customer
• Customer problem solved
• Product and service bundles for each customer
segment
• Customer needs satisfied
• Characteristics
– Newness, Performance, Customization, “Getting the
job done”, Design, Brand / Status, Price, Cost
Reduction, Risk Reduction, Accessibility, Convenience
/ Usability
6. Cost Structure
• Most important inherent costs
• Most expensive key resource
• Most expensive key activities
• Cost driven or Value driven
• Characteristics
– Fixed Costs – salaries, rents, utilities
– Variable costs
– Economies
• Scale
• Scope
7. Customer Relationships
• Relationship expectation by segment
• Established relationships
• Cost of relationships
• How are these relationships integrated with
the rest of the business model
• Examples
– Personal assistance, Self-service, Automated
services, Communities, Co-creation
8. Channels
• Preferred channel by customer segment
• Current method for reaching them
• How are the channels integrated?
• Which ones work best?
• Which ones are most cost efficient?
• How are the channels integrated with the customer routines?
• Channel Phases
Awareness
• How is
awareness
about the
products
and
services
created
Evaluation
• How is the
customer
helped to
evaluate
the value
proposition
Purchase
• Method for
purchasing
a product
or service
Delivery
• How is the
value
proposition
delivered
to the
customer
After sales
• How is
post
purchase
support
delivered
9. Customer Segments
• For whom is value created?
• Who are the most important customers? And
why?
• Mass Market
• Niche Market
• Segmented
• Diversified
• Multisided Platform
10. Revenue Streams
• What value are customers REALLY willing to pay?
• What do they currently pay?
• How are they paying today?
• How would they prefer to pay?
• How much does each revenue Stream contribute to the
overall business revenues?
Types
•Asset Sale
•Usage fee
•Subscription Fees
•Lending – Renting – Leasing
•Licensing
•Brokerage Fees
•Advertising
Fixed Pricing
•List Price
•Product Feature dependent
•Customer Segment
Dependent
•Volume Dependent
Dynamic pricing
•Negotiation (bargaining)
•Yield Management
•Real-time Market
11. Element Evaluation template
What we thought going
into the week
• y
What we are going
to do next week
• z
What we thought going
into the week
• x
Use this template to perform evaluation on any or all elements in your model
Remember to update the date for the slide if you are interested in tracking changes over
time.
